establishing broker/carrier relationships

8 months is still new. The brokers you have hauled for was booking the same loads before you came on the scene. In time you can move up on their call list. Continue doing the best job you can. Start to look for direct shipments. Read the threads of some of the guys here even if the section is not yours (dry van) the ways they negotiate with the brokers. As long as you do a good job, in time will have the working relationship you are seeking

 

Would you brokers (and Carriers and O/Os) out there care to offer some advise?

For Stockton to Phoenix runs try looking for loads directly from shippers if you have the time. You will get a better rate from the shipper than from a broker and can schedule a regular shipping pattern with them.

Are we too small for brokers to consider giving us multiple shipments a week/month?

Size may have something to do with but not the most important. If the agent is from a larger company your trucks get stuck in a system. So an agent calls your gives you a load and off you go. Depending on how their technology works other agents from the same company maybe able to look up where your truck will be at and call you on a load. However, many of the agents in larger companies don't look for where carriers are unloading or out of. It's just post on the load boards and wait for the phone call. Smaller brokers or independent ones may or may not keep track of carrier information beyond the initial sign up process. they probably have a limited system that they use to keep track of loads and and they too just post and wait for a phone call.

How does a carrier earn a broker's loyalty?

I work for a good size company but our systems allows me to track carriers and look up were other trucks that are signed up with us maybe empty and looking for a load. We can also make a list of favorite carriers by a click of the button once on the favorite list I get daily emails of where you will be. I use this all the time because it is so much easier to call a carrier and say here's the load I have here's the rate I'm looking for do you want it, as opposed to posting on the load board and taking 100 calls or more.

So how do you get on my list. Number one thing even above on time delivery is communication. I don't need you to call me every hour but I need to know when your loaded and when you delivered. On longer runs I ask that the driver calls me when he shuts down for the night so I know where he is. That way I'm working on his schedule and when the shipper calls me I don't have to wake him up or distract his driving with a phone call to see where he is. Sh@t happens on the road I was a driver I understand that. When it does call me give me an idea of when you will be back on the road I will take care of the rest and you can worry about fixing your problems. You can't make up for lost time no matter how hard you try. I won't be mad if you call me right away, if you call me 2 days latter and say I'm still stuck in anywhere, USA I will be pissed.

Next is on time delivery. If you can't deliver on time don't take the load. If you are a company and you hire drivers who can't keep the left door shut then you will be off my list quickly. A lot of my bulk loads are open delivery times but that doesn't mean you can take a week to go from CA to Dallas.

The other thing to get on the list is give me an honest idea of your rates and what you are willing to run for. Yes the market changes and your rates and my rates will always be changing. But if I give you a load on the 1st for 2000 and call you back with another load on the 3rd to the same place and you know want 4000 there is a problem. I base all my quotes to shippers of info I get from carriers. If I have a decent understanding of where your at I can quote a shipper and make a profit for us both.

 

It takes time, and actions speak louder than words." You scratch my back, I'll scratch yours " is the motto with brokers.
You might broaden your area served, and ask the broker if there any " niche " area you can help him with. Keep offering to help.
After dealing with brokers for a looooong time years ago, I went to hauling direct, and got that business by doing 'stuff' others would not do, and smiling while I did it. Soon the shippers realized I was doing them a favor, they needed to do the same for me.Even then though, I remained on good terms with the brokers, and would help them out if they needed it.

As we have said before, it ain't easy. It takes time.

 

Indspirit, you hit the nail on the head, man.